Survey: Marketing Budgets Soar!
Every year, Target Marketing surveys its readership to identify trends for the upcoming marketing year. This year, its “2019 Marketing Budget Survey” found that a whopping 10x more marketing budgets are increasing for 2019 than decreasing. Great news! That’s the kind of commitment that gets results.
Here’s how the data on respondents’ budgets broke out:
• 60% increasing
• 31% staying the same
• 6% decreasing
• 3% not sure
As part of its survey, Target Marketing also identified three top marketing trends that all marketers, whether digital or traditional (or both), need to know.
1. More money is going to tech and data.
Marketers’ highest spend is going for media and other outreach (28%) and personnel (20%). That’s to be expected, but this year, they take up less than half of marketers’ budgets overall. Technology, consumer data/data management, and metrics/performance measurement combined to account for 42% of spending overall. Data is the foundation of good marketing, and marketers’ budgets are reflecting that.
2. Marketing is moving from push to pull.
Channels that use pull marketing (social media, online video, content marketing) are growing faster than those that push (email). Social media advertising (59%), online video (54%), and content marketing (53%) are the fastest growing media channels. As you integrate digital media into your marketing efforts, make sure you are incorporating channels that pull, as well as push.
3. Marketers still demand conversions.
When it comes to grading performance, conversion metrics win the most favor for budgeting. As you justify your 2019 marketing budget to the higher-ups, focus on metrics that reflect conversions. Select metrics such as sales, lead generation, and sign-ups that prove that you are getting those conversions, however you define them.
Next year is going to be an exciting year for marketers, full of change and opportunity. How are you allocating your budget?
Why Some Personalized Mailings Just Work Better
When it comes to increasing response and conversion rates, personalized communications are a powerful tool. However, don’t think that all personalization is equal. It isn’t. To get great results, you must use the right variables with the right audience in the right way.
Response rates for personalized mailings can vary widely. One study found response rates ranging from 6% to 75%, with an average of 21%. These are some eye-catching numbers, but why is the range so wide? To understand the variation and set realistic expectations for your own campaigns, it’s helpful to ask specific questions.
• What type of campaign was it? Customer acquisition? Customer retention?
• What kind of list did you use? Highly targeted, moderately targeted, or undifferentiated lists will yield different results.
• Did recipients have a previous relationship with your company? Or are you using a prospect list?
• What is the value of the product? Are you marketing a webinar or selling a Tesla?
• Did per-order value go up with personalization, and if so, by how much? A “low” response rate combined with a high per-order value will often net you better ROI than a high response rate with low per-order value.
• How are you measuring success? Response rates? Conversion rates? Cost per lead? Average sale? Each measurement tells a different story.
The answers to such questions can have a dramatic impact on understanding ROI. So before setting your expectations for your next personalized mailing, talk to us about your goals, expectations, and the data you are working with. Setting realistic expectations is a critical component to making your 1:1 print program a success.
Every Door Direct Mail: Your Secret Weapon
If you run a local business or a larger regional or national organization that relies on sales and support from local neighborhoods, the United States Postal Service’s Every Door Direct Mail (EDDM) might be just what you need to take your marketing to the next level. If you haven’t tried EDDM, you could be missing a tremendous asset in your mix.
EDDM is perfect for the following:
• Increasing awareness.
• Boosting traffic at retail locations.
• Promoting special offers or events.
• Delivering coupons.
• Driving new customer acquisition.
If you aren’t familiar with EDDM, it just might be the most cost-effective way to reach local customers using direct mail. It’s simple and does not require mailing permits, paperwork, or drop-offs at the Post Office.
To use EDDM, go to the USPS’s EDDM mapping tool, enter the desired ZIP Code(s), and select the carrier routes you want to mail to. If you’re going to mail to specific demographic audiences, such as by age, income, or household size, you can identify the best ZIP Codes to reach them.
So what are some things you need to know to take the most advantage of the program?
1. EDDM addresses to LOCAL POSTAL CUSTOMER, so you won’t be able to personalize by name. Instead, design a great mailer to grab attention and gather more detailed customer data on the back end.
2. Make sure that EDDM is a good fit for your marketing goals. Your offer is not going to be relevant to every household in your chosen ZIP Code(s), so make sure the products or services you are selling are relevant to enough of your audience for the promotion to make sense.
3. Invest in the front end. Because you cannot personalize with EDDM, you’ll need to be creative. Use high-quality images. Write a compelling call to action. Tell a powerful story.
Every Door Direct Mail is an excellent tool for the right campaigns. Give us a call to see what it can do for you!
Securing Your Customers’ Loyalty
Your customers are a hot commodity. Everybody wants them. So how do you keep them loyal to you? Make your relationship so great that they don’t want to go anywhere else.
1. Market in the age of “me.”
Know your customers well enough to give them a personalized experience. This goes beyond targeting with basic demographics like gender, age, and household income. Look at the channels your customers respond to, when they make purchases, and what they buy. Acting on this data helps your customers see that you know and care about them. It helps with cross-sells and upsells, too!
2. Coupons galore!
Consumers have a love affair with coupons, including mobile. According to Juniper Research, mobile coupons are 10x more likely to be used than printed coupons.
3. Don’t be channel agnostic.
Know which channels your customers are most likely to respond to, then use them. If a customer requires two emails to respond but responds the first time to direct mail, get them on the “mail first” list. If someone else is more likely to respond to an email than a printed newsletter, get them on the “email first” list. Keep your branding, message, and imaging consistent regardless of channel.
4. Ask their opinion.
Use response cards, personalized URLs, and other survey mechanisms to get your customers’ opinion on products, services, and potential business changes. When one specialty retailer wanted to give its location a facelift, it used a targeted direct mail piece with personalized URLs to ask its customers about products and services they wanted but the company didn’t offer. It got an earful! The retailer incorporated the most popular suggestions, and its sales soared.
5. Remember to say “thank you.”
Everyone likes to be appreciated. Send a personalized “thank you” letter, postcard, or other mailer once in a while. Attach a no-strings coupon or discount just to engender their goodwill . . . and you will.
Gaining customer loyalty doesn’t have to be rocket science. You just have to put in the effort.
Got Relationship? It’s the Key to Nonprofit Fundraising
Pop quiz: What is the factor most likely to impact a person’s willingness to donate to a nonprofit organization? According to a survey by YouGov, it’s relationship. Key to this relationship is helping donors feel great about their donations and see how their giving is making a difference.
How do you deepen your donors’ relationships with you? Get to know them. Use surveys, third-party data sources, pop-up web forms, and other methods to gather information about your donors that you may not already have. This information can be used to tailor your communications in ways that are most effective.
Say you are providing services to underprivileged children around the world. If your survey reveals that potential donors are in the medical field, for example, you might emphasize the value of their donations to fight disease or provide clean water. If, on the other hand, donors are teachers, you might highlight the ability to give the children good educations. Or you could provide the same messaging to both groups, but use different imagery.
Not everyone wants to take the time out of their day to fill out a survey, so if you are going to ask people to do so, give them something of value in return. “Value” doesn’t have to mean a monetary incentive, such as a gift card or entrance into a drawing. It can be something as simple as exclusive insight into a project you are funding ("Respond to our survey and receive a link to an exclusive behind-the-scenes video of our volunteers at work").
Donors give because it makes them feel good. The response incentive needs to reflect that motivation, and it will be different for every organization.
Need help creating a donor survey to further the mission of your organization? Give us a call!
A multi-channel marketing strategy is more than simply launching some marketing initiatives on multiple platforms. Instead, a true multi-channel approach creates a unified experience across more than one channel so you can reach your target audience wherever they may be interacting with you at the moment.
This approach is effective as today's consumers have a lot of technology at their fingertips and want to engage with companies in a variety of ways, but without feeling like they are jumping around while doing so. For example, a potential customer may come across your Facebook feed and click a link to read a post on your blog. From there, they may venture into your business to learn more.
That customer wants to feel like they've accessed a single touch point--your company--even though it was really three unique points. Here are a few ways to adopt a multi-channel strategy into your mix.
Before You Get Started
Before you venture into a multi-channel strategy, there are a few important ducks to get in a row. The first is to have a consistent look and feel across all your channels, so make sure your social media feeds, website, and printed materials all have the same branding elements to create a uniform experience.
Next, take the time to create a thorough profile of your target audiences. Without a deep understanding of their needs along with plenty of details about their online and offline habits, you won't be able to leverage the strengths of different channels in a way that will make your audience respond. In other words, you can't give people what they want if you don't know what that is.
Then, make sure you have specific, measurable goals for your strategies so you'll know whether your initiatives are effective or not. That way, you can double down on what's working and take a second look at anything that's not working so you're not wasting resources.
3 Ways to Approach Multi-Channel Marketing
Any combination of marketing channels is possible when creating a multi-channel marketing strategy. Here are three of them to give you a jumping-off point when planning yours.
1. PPC Ad Extensions. Pay-per-click ad extensions from Google give you several options for bringing search traffic to other channels once your ads are seen, especially for mobile users. One option advertisers are given include a "view offer" link that directs clicks to a landing page and allows users to print or save offers for use in-store.
There are lots of other options for ad extensions, too. Some let you provide extra details about your products and services, show specific call-to-action buttons, display store locations, clickable phone numbers that dial the call, and buttons for mobile app downloads.
Each of these can be used to capture the attention of people who are using Google to solve problems and search for solutions, and bring them into the fold of your other channels.
2. Event Warmups. Let's say there's a big tradeshow or conference coming up for your industry and you're deep into the planning stages for the event. Your tradeshow booth and marketing materials are designed and with the printer for production. Your customized swag is on its way. Your collateral packages are ready and you've had extra business cards printed with a custom URL to welcome new prospects you've met at the event.
Along with these preparations, give your audience a bit of a brand warmup in the days or weeks leading up to the event. This will provide them with an opportunity to see your name a few times and have an idea of what you're about rather than encountering you for the first time at the event. For example, a targeted social media ad campaign can help boost your name recognition while also drawing in potential event attendees.
3. Paper Outreach. There are lots of ways to build your digital audience, but an often overlooked avenue is offline campaigns. A direct mail campaign that targets less-frequent digital users can be a great way to bring new people into your online space--especially if you've been unable to reach them with digital efforts due to their infrequent connection to the web.
Consider an offer sent via U.S. mail that invites people to "check in on Facebook" the next time they are in a store to receive a discount. Or a printed insert that can be handed to customers at the checkout that directs them to your website for more offers. You can keep these outreach efforts simple, or try something fun like creating a photo booth in your store with props and signage. Customers can snap a pic and upload it to social media to share with their friends.
When you encourage customers to bring their in-store experiences online, not only will those customers then be part of your digital network, but your brand will be exposed to all of their connections as well.
Always Consider Customers
The key to making cross-channel promotions work is to focus on what your customers will respond to. There may not be much action from a photo booth at the tax accountant's office, but those clients are very likely to be interested in your blog series on how to be smart about tax-advantaged savings accounts. When you put your customer's needs first and keep your branding and messaging consistent across all your assets, your audience will enjoy a seamless trip across channels and you'll meet your marketing goals.
Today's consumers are making purchase decisions everywhere: on their mobile devices, in stores, looking at menus in a restaurant, flipping through magazines in a waiting room. To reach your target audience successfully, you have to be in all the right places at the right times, and a multi-channel marketing plan will get you there.
What is a Multi-Channel Marketing Plan?
In a nutshell, a multi-channel plan is a single strategy that's been launched across multiple platforms, or channels. For example, an approach that includes search engine marketing, website lead generation, and in-store promotions for those online signups would be a multi-channel effort.
The benefits of this approach revolve around making your customers happy. By reaching out to them on their preferred channel, and having the ability to have multiple touchpoints, you'll keep people engaged and your brand awareness high. That way, when it's time to make a purchase, you're more likely to be the choice.
Simply deploying a message on a few different channels isn't quite what a multi-channel strategy is all about. Instead, you want to give your audience a feeling of continuity across channels so they recognize you and feel comfortable no matter where the interaction is taking place.
One of the most essential parts of a multi-channel strategy is consistency. Your branding and messaging must be steady and dependable to create a seamless experience for your current and potential customers.
It's also essential to have a deep understanding of your audience so you know where to reach them, and what messaging is likely to cut through the noise. Take the time to build detailed profiles of your ideal customers, including some insight into their daily lives such as hobbies, family, etc. The more detailed, the better!
Lastly, no strategy will be effective without knowing precisely what you're trying to achieve. Each strategy should have goals that are specific, measurable, relevant, and based on a specified time frame.
Creating a Multi-Channel Strategy
Ultimately, every strategy will be a bit different as every business has its own target audience with its own unique needs. For example, we couldn't recommend for every business to loop Pinterest into their strategy as some industries simply will not do well on that channel. However, just about every industry can benefit from a little social media exposure.
When choosing your channels, think in terms of each channel complementing the other. You want them to work together to achieve your goals rather than operating independently. Here are three common channels to consider:
1. Print. In today's digital landscape, print is still an important component of a successful strategy. To achieve the cohesive feel your customers want, your branding and messaging must carry through to your physical items as well as digital.
Along with any printed advertisements, consumer-facing businesses should consider in-store signage, menus and table toppers, coupons, and mailers. B2B companies should consider marketing collateral packages, brochures, data sheets, white papers, and other printed material.
2. Social Media. Consumer-facing businesses will always benefit from the ongoing personal connections made on sites like Facebook, Instagram, and Twitter. You can integrate marketing strategies with informative posts, contests, coupons, and Q&A sessions.
B2B companies may think that social media isn't right for them, but LinkedIn is an easy way to reach thousands of like-minded professionals, and sites like Reddit have groups and boards for virtually every niche audience on the planet.
3. Search & SEO. Paid search advertising allows your links to be at the top of the list when people use search engines like Google to solve problems. SEO, or search engine optimization, is the process of making your website and other digital content rise to the top of the unpaid search results.
Many companies likely have a presence on all three of these channels, but that's not necessarily a multi-channel strategy. What's missing is the thread that runs through your messaging that creates a cohesive experience for your audience.
For example, if you're running a pizza parlor and you're having a promotion for a $10 large pizza, you'll definitely want to promote that on your social media sites and may consider mailers to homes in the area. To round out your strategy, you might also do a Google AdWords promotion to capture anyone searching for "pizza offers near me."
To make this strategy effective and cohesive, your branding must be on point: make sure all your branding elements are present on every channel so the "look" of your offer is the same no matter where its encountered. This will help solidify your restaurant in the minds of your audience.
You could include a note on your mailers to "check in on Facebook" which will help others on Facebook see your promotions, and direct search engine users to a page on your website to print a coupon, and then direct them to your Facebook page to stay in touch.
When guests arrive at your restaurant, make sure they know they're in the right place with menus and table toppers that reflect the same branding in your other messages.
What the above example shows is how to capture the attention of potential customers from a variety of channels, and then bring them into the fold where you can stay in touch. Otherwise, each channel would be a dead-end once your current promotions were completed.
A multi-channel approach works because it's focused on the needs of your customers. It provides the flexibility they need to interact with your company using whichever method is convenient in the moment. It also allows you to maximize the capabilities of each channel by boosting its potential through other channels, and that will keep your bottom line in check. In other words, a win-win for everyone.
While push marketing remains an important component of any customer acquisition or retention program, pull marketing has become even more so. Often times, consumers have already done much, if not the majority, of their research before reaching out to a salesperson. This is why content marketing has become such a critical part of any marketing program.
One of the most common forms of content marketing is the customer newsletter. It educates, creates thought leadership, and presents the company as a valued resource. Adding personalization makes this content even more compelling. One community-based healthcare system found out just how much.
After sending a traditional newsletter for years, the organization began matching the content to what it knew of patients’ health conditions. After about a year, it conducted a readership survey to find out how the new approach was being received.
• 93% of respondents felt the articles were relevant and of interest.
• 73% read the entire newsletter every time it came in the mail.
• 77% said it was easier and quicker to read.
• 95% said they became aware of services that were previously unknown.
Not only did the healthcare system solidify its relationship with existing patients, but nearly every one of these patients learned about some of the provider’s services they didn’t know about before. That’s great cross-marketing!
Because the organization tracked which articles patients received as well as patients’ usage of services, it was also able to calculate ROI on its efforts. ROI on individual articles ranged from $50 to $444 per dollar spent.
Would you like to add personalized content into your company newsletters? Talk to us about how!
First impressions matter. When a recipient reaches into his or her mailbox or picks up a piece of marketing collateral, what impression are they getting from your company? The quality of the folds you use is one of those details that matters more than you might think. Here is a five-point checklist to make sure your piece looks its best.
1. Create a mock-up.
Before finalizing the design, create a mock-up to make sure everything looks right. For example, check that folds don't run awkwardly through visual elements and that everything lines up correctly. You don't want to be making last-minute corrections because something got missed.
2. Double-check the folding sequence.
When the piece is run through the folding machine, the folding sequence is often different from how the panels appear on the printed sheet. Make sure that the panels are in the correct order even after the piece gets folded.
3. Allow for creep.
If you are doing multiple folds, adjust for creep. Especially with thicker paper, every time the sheet is folded, it moves over a little each time. If you are doing roll folds, each consecutive panel must be slightly narrower.
4. Don't assume it's machine foldable.
Don't assume that every piece is machine foldable. With more complex constructions, pieces may need to be hand folded. You don't want to be redesigning the piece right before the deadline to avoid an unexpected expense.
5. Consider the paper grain.
Ensure that the folds go with the grain of the paper, not against it. This will minimize the potential for cracking across those fold lines. If you have heavy ink coverage, you may want to pre-score the folds to keep them crisp.
These are five simple steps that can make for a piece that stands out in its professionalism and stays within the budget. Before creating any complex folds, talk to us first!
Print remains the bedrock of great marketing. However, marketing still needs to be multi-channel. As put so well by Lazar Dzamic of Kitcatt Nohr Digitas, a London-based creative agency, “People don’t think ‘offline’ and ‘online.’ They just see a brand in all its touch points.” In other words, there isn’t print marketing and digital marketing. It’s all just marketing. So how does print fit into this larger, omnichannel world?
Regardless of channel, marketing success starts with data. You want to gather as much data about your target audience as possible to make the message richer and more effective. You also want to present a consistent brand and marketing message across channels.
Here are some best practices to get you started:
• Verify and correct existing customer data.
• Update and expand on that data to learn as much as possible about each customer.
• Segment messages based on full customer profiles.
• Layer on personalization.
• Be consistent in your branding and messaging across all touch points.
When you develop the print portion of your campaigns, focus on those aspects that are unique to print or that are particularly suited for it:
• Invest in exceptional design that leaps off the page.
• Capture the richness and depth of printed color to create a lasting impression that digital cannot match.
• Add special effects such as coating, die-cuts, or embossing.
• Integrate tactile media such as textured surfaces, unusual coatings, or memorable stocks.
• Use dimension, folds, pulls, and other interactive elements to create a physical 3D experience.
Print offers unique benefits that cannot be replicated on a screen. Take advantage of them!